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National conference 2011 vincent ryan - amdocs corporation (26.05.11)

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  • 1. How a Highly Motivated Sales Team Influenced the Development of Company Value Vincent Ryan Executive Vice President6/1/2011 Sales & Marketing
  • 2. The ChangingWorlds Story How a Highly Motivated Sales Team Influenced the Development of Company ValueMotivation - the Key to Developing High Performance Sales Teams Copyright Vincent Ryan – May 2011
  • 3. Where were we…?You have a great product idea – in fact you have a great product!You have done the research – you know there’s a market in Europe! Copyright Vincent Ryan – May 2011c
  • 4. The Market... Copyright Vincent Ryan – May 2011
  • 5. Where we were Copyright Vincent Ryan – May 2011
  • 6. Where we really wereSales Team of Two With NO REFERENCES NO CUSTOMERS Copyright Vincent Ryan – May 2011
  • 7. Where we needed to beEntrenchedin European Market Place: Copyright Vincent Ryan – May 2011
  • 8. ClixSmart Intelligent Portal - Footprint Copyright Vincent Ryan – May 2011
  • 9. Company profile• ChangingWorlds was founded in 1999 # $6M in total funding• Sales offices in Ireland, US & Asia• Development Centres in Ireland & Malaysia• Strong culture of Innovation• Dedicated focus on Personalization # Strong relationship with University College Dublin• Profitable since 2004• Over 60 customers globally• Acquired by Amdocs in December 2008 - $80 million Copyright Vincent Ryan – May 2011
  • 10. How did we get there…? Naturally a compelling proposition and technology…..delivered to the Market through anIntegrated Sales and Marketing Process Copyright Vincent Ryan – May 2011
  • 11. However...How did we motivate people to come with us on this journey?Not just that – how did we get anyone to join us in the first place? Copyright Vincent Ryan – May 2011
  • 12. Core motivation We would become the leading mobile personalization company in the worldWe needed to find the best talent that would get us ALL there How? Copyright Vincent Ryan – May 2011
  • 13. The factors Copyright Vincent Ryan – May 2011
  • 14. • From the start everyone knew: – what we were all going to achieve – what their role and deliverable in that achievement would be• A bit like sport really! Copyright Vincent Ryan – May 2011
  • 15. CopyrightVincent Ryan – May 2011
  • 16. Proposition First Step Our PropositionOur Reason for Being Copyright Vincent Ryan – May 2011
  • 17. The Value Proposition• The Sales Process will not function without a compelling Value Proposition• How did our proposition impact motivation? Copyright Vincent Ryan – May 2011
  • 18. Service Personalization Proposition Usability of Mobile Internet 80% of all content on portal is invisible due to subscriber usage tolerance Copyright Vincent Ryan – May 2011
  • 19. Service Personalization Proposition Revenue Benefits Strategic Benefits Operational Benefits 1. 2 25 1 20 0. 8 15 0. 6 10 0. 4 5 0. 2 0 0 Jan Feb M ar A pr M ay Jun Copyright Vincent Ryan – May 2011
  • 20. Building on the proposition Revenue Benefits Strategic Benefits Operational Benefits 160 140 120 100 Static Base 80 60 Trial/Deployment Increase 40 20 0 2 3 4 5 6 7 8 Copyright Vincent Ryan – May 2011
  • 21. What did we do?• We took advantage of the core technology culture in everything we did• The proposition was our message externally and internally• Everyone had a role to play in delivering our proposition• We used the language of science and innovation• We got the best people!• ....we used an integrated sales and marketing process Copyright Vincent Ryan – May 2011
  • 22. Gate 1Everyone understood what we didEveryone understood their role Copyright Vincent Ryan – May 2011
  • 23. An Integrated Sales Process Your most valuable asset Your time! Copyright Vincent Ryan – May 2011
  • 24. Everyone bought into the Sales Process Copyright Vincent Ryan – May 2011
  • 25. Health Warning Copyright Vincent Ryan – May 2011
  • 26. Unfocused Sales Effort ...can be THE most wasteful activity a start up can engage inAND the most de-motivating for the sales team Copyright Vincent Ryan – May 2011
  • 27. Clear Sales & Marketing Strategy• We quickly defined our key market – most pain most to gain• Proposition Based and ROI Models were essential• Everyone bought into this approach• Reference customer based – first flags were key to our success• Execution key - an Integrated Sales and Marketing Strategy Copyright Vincent Ryan – May 2011
  • 28. Sales & Marketing Strategy• Working from the beginning – hand in glove – with the technology teams• Qualified every expenditure tightly• We wanted to and did build a real business• Our marketing spend was focused on making customer progress• We focused defined and refined our message• The sales team knew what they needed to do Copyright Vincent Ryan – May 2011
  • 29. Sales Process Keys• We were field and market led• We learnt from the journey – virtuous circle• Everyone knew how they were doing – Communication, feedback, communication• Our incentive programmes were part of our process• Innovation and Personal growth was in the DNA Copyright Vincent Ryan – May 2011
  • 30. Gate 2Everyone understood what we didEveryone understood their roleHow we did itHow they could contributeHow they were doing Copyright Vincent Ryan – May 2011
  • 31. It worked...... Copyright Vincent Ryan – May 2011
  • 32. Then came 2005 Copyright Vincent Ryan – May 2011
  • 33. Our next big challenge... Copyright Vincent Ryan – May 2011
  • 34. Our big challenge• Asia and the Americas• How to maintain our culture• Motivate a bigger team Copyright Vincent Ryan – May 2011
  • 35. • We set up two new regions with offices in San Francisco and Kuala Lumpur• Again, we got the right people who wanted to make a difference, bought into the culture, proposition and the process• It worked...... Copyright Vincent Ryan – May 2011
  • 36. We needed to be Copyright Vincent Ryan – May 2011
  • 37. Leading Personalized Mobile Portal Copyright Vincent Ryan – May 2011
  • 38. This deliveredReal Company Value Copyright Vincent Ryan – May 2011
  • 39. Where are we now?• Over 60 large Enterprise Clients• Strong presence in Europe• 9 Clients in Asia – major breakthroughs in North America• Office in Dublin, Kuala Lumpur and San Francisco• Working with the market to enhance the proposition Copyright Vincent Ryan – May 2011
  • 40. How many Sales People are in ChangingWorlds? Copyright Vincent Ryan – May 2011
  • 41. 150!Thank you very much Copyright Vincent Ryan – May 2011